- Negotiation and Intercultural Communication
Negotiation and Intercultural Communication
This reports aims to provide information that can result in an
increased understanding of how intercultural communications makes
an impact upon how, where and when negotiations should take
place. A coherent discussion takes place in reference to
negotiations between a British company and an Indian Web Design
company with findings which demonstrate how win win negotiations
are likely to take place between these two countries.
The cultural style of Britain and India will greatly impact upon
the negotiation; scholarly research has been conducted to attempt
to lead to a better understanding of cultural differences and
negotiations (Weiss, 1994 and Faure and Sjostedt, 1993).
According to a study by Salacuse (1998) the British favour general
agreements and win win negotiations and therefore would strive
towards this when negotiating with the Indian website
company. The research by Salacuse (1998) also found
that both the British and Indian companies are likely to be risk
takers when negotiating, therefore if both companies recognise
this, they could use it to their advantage. Indians have a
low sensitivity to time when negotiating, according to Salacuse
(1998) therefore the British company must be aware that the
negotiation may go on for longer than they would like it to and
should therefore prepare for this.